Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

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In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating interest in their company or one of its products?

(Multiple Choice)

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Question 41

A(n)_____ is a variation of a referral where,in addition to requesting the names of prospects,the salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

(Multiple Choice)

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Question 42

An organization's records of former customers are usually a poor source for prospecting.

(True/False)

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Question 43

Bill is a salesperson who relies on his current customers to help him identify potential new customers.In this scenario,Bill relies on _____ for lead generation.

(Multiple Choice)

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Question 44

Which of the following is a reason why salespeople get rejected by buyers?

(Multiple Choice)

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Question 45

Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

(True/False)

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Question 46

A salesperson's plan for gathering qualified prospects is called a(n)_________.

(Short Answer)

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Question 47

_____ is one of the foundations for effective prospecting and reminds salespeople to establish a regular daily schedule for conducting prospecting activities.

(Multiple Choice)

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Question 48

Which of the following is considered specific information about the selling situation?

(Multiple Choice)

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Question 49

Which of the following methods of prospecting is considered to be very inefficient?

(Multiple Choice)

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Question 50

Showing 41 - 50 of 50

In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating interest in their company or one of its products?

A(n)_____ is a variation of a referral where,in addition to requesting the names of prospects,the salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

An organization's records of former customers are usually a poor source for prospecting.

Bill is a salesperson who relies on his current customers to help him identify potential new customers.In this scenario,Bill relies on _____ for lead generation.

Which of the following is a reason why salespeople get rejected by buyers?

Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

A salesperson's plan for gathering qualified prospects is called a(n)_________.

_____ is one of the foundations for effective prospecting and reminds salespeople to establish a regular daily schedule for conducting prospecting activities.

Which of the following is considered specific information about the selling situation?

Which of the following methods of prospecting is considered to be very inefficient?

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

Exam 5: Strategic Prospecting and Preparing for Sales Dialogue

In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating interest in their company or one of its products?​

A(n)_____ is a variation of a referral where,in addition to requesting the names of prospects,the salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.​

An organization's records of former customers are usually a poor source for prospecting.

Bill is a salesperson who relies on his current customers to help him identify potential new customers.In this scenario,Bill relies on _____ for lead generation.​

Which of the following is a reason why salespeople get rejected by buyers?​

Salespeople need to spend some time prospecting on a regular basis because there is typically a considerable time lag between the commencement of prospecting and the conversion of prospects to customer status.

A salesperson's plan for gathering qualified prospects is called a(n)_________.

_____ is one of the foundations for effective prospecting and reminds salespeople to establish a regular daily schedule for conducting prospecting activities.​

Which of the following is considered specific information about the selling situation?​

Which of the following methods of prospecting is considered to be very inefficient?​

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communication Value

Addressing Concerns and Earning Commitment

Expanding Customer Relationships

Adding Value: Self-Leadership and Teamwork

Filters

In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating interest in their company or one of its products?

A(n)_____ is a variation of a referral where,in addition to requesting the names of prospects,the salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.

Bill is a salesperson who relies on his current customers to help him identify potential new customers.In this scenario,Bill relies on _____ for lead generation.

Which of the following is a reason why salespeople get rejected by buyers?

_____ is one of the foundations for effective prospecting and reminds salespeople to establish a regular daily schedule for conducting prospecting activities.

Which of the following is considered specific information about the selling situation?

Which of the following methods of prospecting is considered to be very inefficient?